1. What information do I share?
Knowledge is power, but only when it’s used. What information should I share? When should I share it, and why should I share it?
2. Who goes first?
If I let them make the first proposal, they might offer me more than I was expecting. But what if it’s worse — much worse?
3. Where do I pitch?
If I go extreme, I’ll have plenty of wiggle room and I might structure their expectations as to where the deal will be done. But what if I’m so unrealistic that I get shown the door?
4. Do I change my mind?
If my strategy’s not working or my objectives aren’t realistic, do I change or recalibrate them? If I do, will they see that as a sign of weakness and come after me?
5. Losing the argument.
If they’ve got a point, do I try to argue fruitlessly against it — or do I accept their point and make a concession?
If I don’t know, should I assume? If I do, I could get it horribly wrong. If I don’t, I’ll never make a decision.
7. Do I ask for what I want?
If I do, they might not give it to me. But if I don’t, they’re going to have to guess.
8. Should I give them what they want?
If I do, they might not give me what I want. But if I don’t, then why would they give me what I want?
9. When do I stop?
If I leave the negotiating table too soon, I might miss an opportunity. If I stay too long, I’ll risk unraveling the deal and having to start again.
10. Should I threaten a sanction?
If I do, it may raise the temperature and destabilize the negotiation. If I don’t, I’m losing power.